James Arua Emmanuel

Prospecting & qualifying Preapproach Identify qualified potential customers Learn as much as possible about customer Handling objections Overcome customer objections Closing Ask for an order Approach Presentation & demonstration Make a Tell the product “story” & focus relationship on customer benefits Follow-up To insure customer satisfaction & repeat business SELLING Personal Selling: “…involves person-to-person communication with a prospect. It is a process of developing relationships; discovering needs; matching the appropriate products [and services] with those needs; and communicating benefits through informing, reminding, or persuading.” STEP 1 Prospecting and qualifying Prospect means a potential customer or a client. You have to sit down to identify qualified potential customers. Everybody cannot be your customer or prospect. STEP 2 Pre-approach Learn as much as possible about the prospect. You don’t just wake up and approach a prospect. You must do a background check. STEP 3 Approach At this point, you have to make a move by approaching your prospect STEP 4 Presentation and demonstration You must be skillful and conscious of your words. Tell the product “story” and focus on customer benefits. Product Knowledge is very essential. DON’T ASSUME THAT YOUR CUSTOMER WILL TRANSLATE YOUR PRODUCT FEATURES INTO BENEFITS THEN, HE BUYS IT. REMEMBER THAT IT IS YOUR ROLE TO DO THAT. STEP 5 Handling objections Expect objections from your prospect. Do not feel discouraged when your prospect refused to buy your products or register to your company. Overcome customer objections with valid points. STEP 7 Closing At this point, you have overcome all the objections from your prospect and have gotten him or her registered into your business or to buy your product. This is the main focus of meeting prospects. STEP 8 Follow-up Follow up is very necessary after closing up the business. To ensure customer satisfaction and repeat business. Emmanuel A. James